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Service as differentiator
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EE Times


WIRBEL_LORINGConventional wisdom in 2001 holds that no type of communication service provider offers "service" any longer and that the poor end user is left to suffer in silence. Competitive service providers are all but dead, regional Bells no longer have any incentive to offer broadband, long-haul carriers are suffering from fiber overhang, and even the cable TV system operators have lost interest in providing data service.

Perhaps. But wait, speed addicts, don't hang yourselves by your coaxial cords; glimmers of hope are on the horizon! We're hearing of more and more satisfied customers of both satellite services from DirecPC and fixed-wireless MMDS services from Sprint. And some of the pseudo-new hybrid regional carriers may prove to be our broadband salvation in the wired world.

Here in the mountain region, I've been a longtime critic of Qwest Communications International Inc., which I saw as a funny-money-asset interexchange carrier. But when Qwest acquired US West a year ago, I took the revisionist position that maybe things wouldn't be too bad, because no one could manage a copper-loop infrastructure worse than US West.

Sure enough, Qwest is accelerating the program to extend digital subscriber line service to loop-carrier neighborhoods. And its narrowband service support has been a pleasant surprise. A major lightning storm knocked out phone and cable service in my neighborhood Aug. 5. When I got back from vacation Aug. 10, I put in a call to Qwest late on Friday evening, and had a technician at my door early Saturday morning. You heard right-Saturday. I waited three more days for cable TV repair.

Apparently, this is not an anomaly. Rob Keenan, editor of EE Times' sister publication, Communication Systems Design, said that Qwest affiliate Frontier Communications was surprisingly responsive in preparing him for his move. And an informal poll of my Colorado neighbors has found most folks very surprised at the quality of Qwest's service.

The service provider that responds to profit shortfalls by truncating or eliminating customer service bureaus is on a path to self-destruction. When the carrier turnaround finally happens, the smart service provider of today will ensure being first in the share-of-mind race by doing just what Qwest is doing today. Forget about expanding geographical footprints or accelerating mergers and acquisitions. Show customers consistent and reliable service, and their hearts, minds and broadband service orders will follow.





The views and opinions expressed in this column are strictly those of the author and should not be taken as an editorial position of EE Times or any of its other editors, publications or Web sites.


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